Author: stigma

 

The project’s objectives:

The client is one of the most important companies in steel processing in Europe, specializing in the production of complex semi-finished products that are successfully used in the following sectors:

• Truck Cranes, Mobile Cranes, Port Cranes, Special Vehicles, Earth Moving Machines and Concrete Pumps.

The customer contacted us to identify manufacturers of lifting equipment and metalwork with a turnover exceeding 3 million euro in Central and Northern Italy, to whom we can offer the special steel processing services offered by the client.

In these companies, the contact person to propose steel processing services to is the Purchasing / Production Manager, and with whom we can arrange an in-depth meeting.

 

Database creation and Geo-referencing:

During the process of creating the database we carried out the search and selection of contacts, identifying only potential partners in targetwith the client’s services.

The contacts were inserted onto the digital map to better understand their distribution and to have a visual reference regarding the areas in which to work.

The individual contacts were enriched with information regarding their size, type of production and other important details that enabled us to start the Contact Management phase in the best way possible.

 

 

Outcome of the Contact Management activity

1,338 prospects were identified.

Out of the 1,338 contacts identified during the creation of the database, all those found not in target or not reachable by phone were eliminated during the Contact Managementactivity.

For the remaining 1,098 contacts, the telephone contact process continued to gain important details about their businesses, with the aim of providing useful information to the client’s sales network and arranging qualified meetings.

At the end of the first phase of the project, 18 meetings were arranged with contacts interested in an in-depth analysis and 28 requests for quotations emerged.

After the last phase of the project, our Client had acquired 2 new important business partners.

 

 

 

 

Example of the form filled in for each lead:

 

 

 

The project’s target:

The client is a Creative Agency specialized in integrated communication projects focused on brand identity, websites, interior design, web marketing and rendering.

The company manages all their services internally, taking care of every aspect and requirement in their projects.

We had been contacted to support their commercial development by identifying companies in the tourism, food, software, machinery and furniture sectors, interested in a meeting or in-depth analysis with a sales representative.

 

Database creation and Geo-referencing:

During the creation process of the database we carried out the search and selection of contacts, identifying the prospects, based on the categories that the customer wishes to reach.

The contacts were inserted onto the digital map to clearly understand their distribution in the areas of interest requested by the customer, namely: Piedmont, Lombardy, Veneto and Emilia-Romagna, and to have a visual reference regarding the areas in which to work.

The individual contacts were enriched with information regarding their size, type of product and other important details that enabled the Contact Management phase to be carried out in the best possible way.

 

 

Outcome of the Contact Management activity:

Of the 1,528 contacts identified during the creation of the database, through telephone contact 96 names were excluded and proved to be unreachable.

Of the other 1438 contacts, the telephone contact process continued to gain important details about their businesses, with the aim of providing useful information to the customer’s sales network and arranging qualified appointments.

At the end of the first phase of the project, 48 appointments were arranged with contacts interested in an in-depth discussion. The leads were enriched with the contacts information and located on the map

 

 

 

Example of the form filled in for each lead:

 

 

Obiettivi del progetto:

Our client is a company specializing in the production of hygiene and beauty products for the professional distribution of cosmetics.

They contacted us to identify distributors in Canada working in the sector and willing to expand their portfolio of products.

The entire project was based on a search only for wholesale distributors and resellers, due to the logistical difficulty in directly supplying individual points of sale and private stores.

 

Costruzione e Geo-referenziazione del Database

During the database creation process we carried out the search and selection of contacts, identifying potential resellers based on the items the client wishes to export.

The contacts were inserted onto the digital map to better understand the distribution of retailers and to have a visual reference about the areas in the country we were working in.

Also on the digital map, the individual contacts of the retailers were enriched with information on their size, the type of items handled and other important details that enabled us to start the Contact Management phase in the best way possible.

 

Esito dell’attività di Contact Management

214 operators in the sector were identified.

Through the Contact Management activity, all those not in target or not reachable by phone were eliminated.

Of the remaining 188 contacts, the telephone contact process continued to gain important information regarding their businesses, with the aim of providing information to the sales network and making appointments for further in-depth discussions.

At the end of this phase,51 presentations were managed and 3 appointments were made with companies interested in developing a partnership.

 

Organizzazione della Missione Commerciale:

Organizing a trade mission requires careful evaluation to establish:

• In che momento dell’anno organizzarla
• Quali aziende selezionare per prime
• Il percorso che la rete commerciale dovrà fare per spostarsi e raggiungere ogni potenziale cliente

 

Working alongside the client, the most interesting distributors were selected and the sales network was formed to carry out the appointments with all the necessary information and materials needed to successfully conclude the trade mission.

 

Analisi ed esempio di Leads:

 

 

The project’s objectives:

The client is a company that manufactures PVC fixtures, windows and doors.

Design, performance and value for money are features that distinguish the company.

They contacted us with the aim of having us supporting their commercial development through a Contact Managementactivity, aimed at identifying contacts interested in a meeting or in-depth analysis with a sales representative.

 

Database creation and Geo-referencing:

During the process of creating the Database we carried out the search and selection of contacts, identifying the prospects, based on the categories that the client wished to reach, specifically 3, 4, 5 star hotels in three regions: Romagna, Marche and Abruzzo.

The contacts were inserted onto the digital map to better understand their distribution and to have a visual reference regarding the areas in which to work.

The individual contacts were enriched with information on their classification, the number of rooms and other important details which enabled us to start the Contact Management phase in the best possible way.

 

Outcome of the Contact Management activity:

2,100 potential customers were identified.

Out of the 2,100 contacts identified during the creation of the database, all those not in target or not reachable by phone were eliminated during the Contact Management activity.

For the remaining 1,874 contacts, the telephone contact process continued to gain important details about their businesses, with the aim of providing useful information to the customer’s sales network and arranging qualified appointments.

At the end of the first phase of the project, 92 appointments were organized with contacts interested in further details.

 

 

Example of the form filled in for each lead: